Skip to content

Vitra: an in-house seminar that gives the international sales team a shared picture of architects

Vitra is well positioned in architecture communication. When the international »Home and Soft Contract« team took on an additional sales area, we developed an in-house seminar for it. It was meant to bring everyone in the team up to the same level of knowledge and give fresh impetus for approaching architects and interior architects.

Client
Vitra
Period
November 2025 to January 2026
Service area
Training
Share
Speaker in front of a projection on the topic »Sample Archives« in a showroom with material shelves

The challenge

The international sales team has additionally taken on the soft contract field. There, it no longer deals mainly with retail but with projects and design practices. The team members brought very different experience to this. The team needed a shared understanding of what architects and interior architects need and how they make decisions.

Circle of office chairs in different colours around a round table in a bright exhibition hall
White shelves with chairs in blue, black and green in an exhibition hall

Our approach

For the new tasks, we developed an interactive seminar, half a day long and in English. It was based on a survey of our Architecture Advisory Board beforehand, so that voices from design practice were in the room.

Building on this, we went through the target group’s customer journey, identified the touchpoints that matter for sales and worked with the team to develop guidelines for approaching architects. Under the heading »One Voice Policy«, we defined core messages for soft contract and turned them into lines of argument.

Lectern with a laptop in front of the title slide of the seminar »Inhouse Training for Soft Contract« with the Vitra and hej.build logos
Long wooden table beneath large paper lamps in a seminar room

The outcome

The team has a shared basis for arguments on soft contract and guidelines it can work with in conversations with architects and interior architects.

In August 2026, we adapted the format as a remote training session for the international team, with participants from Europe and Asia.

Our services

  • Seminar design: an in-house seminar for the tasks in soft contract.
  • Advisory board survey & analysis: surveying members of our Architecture Advisory Board beforehand and analysing the results for the seminar.
  • Strategy development: a »One Voice Policy« in line with the brand and clear lines of argument.

More projects you might find interesting

Two women talking at a table in an interior architecture practice, surrounded by material samples, catalogues and plants

Innovation Norway

Training and visits to architecture practices where Norwegian interior brands put their market entry to the test
Several tablets showing pages of the sales guide »Nachhaltigkeit im Vertrieb« (sustainability in sales) for Siniat and Promat with an orange cover

Etex

A training series that helps the Siniat and Promat sales team talk about sustainable construction with more confidence
A short talk by hej.build on »Why are samples so important for planners?« in front of the Tarkett team in the conference room.

Tarkett

For the new sample tool, marketing and sales worked out in a workshop what design practices expect from samples

Our newsletter from the hej.build world

You’ll be the first to hear about new seminars, webinars and the next hej.bar. You’ll also get our latest articles and news from the team, concise and free of empty phrases. You can unsubscribe at any time.